Distributive Negotiations

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Distributive Negotiations

af Luis Zamora

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Distributive Negotiations

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Distributive Negotiations

Components in negotiations

Leverage/ Power

Mixed-motive bargaining

Impasse

When parties cease to make progress towards settlement.

Tactic to encourage commitment

note the similarities between the parties and their needs

Claiming Value

Goal is to obtain as much as possible.

Hardball tactics responses

Responding with hardball tactics of your own

Discussing it

Ignoring it

Preventing it

Tactics to change the power

Increase the value of your contribution

Decrease your value of the other party's contribution

Decrease the quality of the other party's BATNA

Improve the quality of your own BATNA

Consessions

Negotiators establish opening offers with the expectation that it is unlikely that their counterpart will agree to their first offer.

Information sharing

the sharing of information is more guarded so as to protect one’s position.

Hardball tactics

God cop/Bad cop

Overwhelming the other party with information

Nibble

Bogey

Intimidation

Bluffing

Highball/lowball

Power tactics in negotiation

Imposing Sanctions

Upward Appeal

Assertivness

Exchange

Coalition Building

Ingratiation

Rationality

Objective

Achieve an efficient compromise